Sales Manager - Loan Against Property

Sales Manager - Loan Against Property

Description:

Key Responsibilities
1. Business Development & Sales Growth
- Achieve monthly and annual disbursement targets for Loan Against Property (LAP) products.
- Source new business opportunities through DSAs, connectors, channel partners, and direct sourcing.
- Identify and develop strategic relationships to expand market reach in assigned territories.
- Manage end-to-end customer acquisition including lead generation, documentation, and loan closure.
- Cross-sell other financial products (Home Loans, Business Loans, Insurance) to existing and new customers.
2. Channel & Partner Management
- Build and nurture strong relationships with channel partners, DSAs, and real estate developers.
- Conduct periodic partner engagement programs to enhance loyalty and business volumes.
- Ensure partner onboarding, documentation, and compliance are as per company policies.
- Monitor partner performance metrics and address gaps proactively through training and support.
3. Customer Relationship Management
- Act as the primary point of contact for customers from application to disbursement.
- Deliver a seamless and transparent loan experience through effective communication and follow-up.
- Resolve customer issues promptly while maintaining high levels of customer satisfaction.
- Ensure customers are well-informed about loan terms, repayment schedules, and documentation requirements.
4. Credit & Risk Coordination
- Work closely with the credit and risk teams to ensure cases are evaluated accurately and within turnaround timelines.
- Ensure all proposals adhere to internal credit policy, regulatory guidelines, and documentation standards.
- Conduct preliminary financial and property due diligence before file submission.
- Maintain a healthy portfolio by ensuring quality sourcing and minimizing delinquencies.
5. Market Analysis & Strategy
- Track competitor offerings, market trends, and property valuations in assigned geography.
- Develop strategies to capture emerging opportunities and counter competition.
- Provide timely feedback to management regarding market developments, rate sensitivity, and product gaps.
- Assist in creating marketing and promotional strategies for LAP products.
6. Team Leadership & Coordination (if applicable)
- Lead, motivate, and mentor a team of sales officers and relationship managers.
- Set clear performance goals, review progress, and coach team members for skill enhancement.
- Drive operational excellence through effective coordination with internal stakeholders (Operations, Legal, Technical, Collections).
Key Performance Indicators (KPIs)
- Achievement of monthly/quarterly LAP disbursement targets.
- Growth in active channel partner base.
- Portfolio quality (NPA %, delinquency ratio).
- TAT (Turnaround Time) for login to disbursement.
- Customer satisfaction and retention rate.
- Compliance and audit adherence.
Required Skills & Competencies
Technical & Functional Skills
- In-depth understanding of Loan Against Property products, processes, and documentation.
- Strong knowledge of financial statements, property valuation, legal documentation, and income assessment.
- Experience in channel sales and direct customer acquisition.
- Proficiency in MS Office tools (Excel, PowerPoint, CRM tools).
- Understanding of regulatory and credit norms governing secured lending.
Behavioral & Soft Skills
- Strong relationship management and negotiation abilities.
- Excellent communication and presentation skills.
- Entrepreneurial mindset with a focus on achieving targets.
- High level of integrity, professionalism, and customer orientation.
- Ability to work independently and manage multiple priorities.
Qualifications
- MBA/PGDM in Sales, Marketing, or Finance preferred.
- Minimum 5 to 10 years of relevant experience in LAP / Mortgage / Secured Loans with NBFCs or Banks